Guy Rubin - 2024 B2B Sales Benchmarks
Our Guest: Guy Rubin is the Founder and CEO of Ebsta, a Revenue Intelligence Platform that provides insights into what drives over 500 B2B companies' success.
Episode Topics:
- What is Ebsta’s 2024 B2B Sales Benchmark report?
- Reliance on top sales representatives - 17% of reps generate 81% of revenue.
- Difference in deal progression between average and top performers - average performers tend to lose deals during negotiation, whereas top performers experience more losses during the qualification and discovery stages.
- Guy’s insights on increasing pipelines and adopting best sales methodologies.
- How does AI fit within Ebsta’s product suite?
- How does discussing ROI accelerate the sales cycle?
- Based on poor quota attainment and certain layoffs, has sales forecasting gotten harder?
- Guy's insight on improving forecasting accuracy.
Resources:
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